Sales Strategy

In this lively panel discussion, Lisa Dennis and Liz Heiman will discuss how to use a value proposition to propel your sales by:
Knowing your buyers
Understanding buyer objectives
Personalizing to the buyer
Finding true differentiators
Putting your value prop into play

Key Takeaways:

This webinar is for you if you struggle with sales or specific sales activities and will open the door to understanding how you get in your own way of sales success...and how to develop a winning sales mindset that attracts success!

Reasons to Attend:

-Discover how your thoughts impact on your sales results
-Learn how to identify your inner barriers...and how to eliminate them
-Create your personal way of generating consistently great sales

Many people feel uncomfortable selling. Part of it is to do with rejection – people saying “no” to you.

Another part of it is to do with ethics – we don't want to be seen to be taking people's money!

However, selling is not what it used to be.

You can only succeed – in the long term - if you give value and help customers.

Sales has changed in the last 30 years. Gone are the days of manipulative and pushy sales people who rely on charm to get sales. Selling from the Heart is the new economy, where relationships matter and old-school techniques just don’t work anymore.

In this 45 minute webinar, we’ll discuss how to not only be yourself, but be your best self and succeed!

Selling From The Heart is about becoming a true sales professional who takes responsibility for their results. They don’t blame others when things go wrong, they look inward and determine what they could have done to make the outcome better. It is not about blame but self-examination.

You will learn….

1.Why your value proposition is critical to opening up an effective business conversation.
2.Why self-reflection is an important daily activity
3.Why the best version of you is critical to your sales success
4.Why understanding your value is a huge step in your sales success
5.Why leading with heart will catapult you to success

Leaders! Join Chief Door Opener, Caryn Kopp when she shares the secret sauce for landing meetings with larger prospects. You’ll learn:
•Which prospects are exactly right for you
•How to create the sales message that piques interest and gets you in
•The tactics that Door Openers® use to get meetings others can’t

Join Deb Calvert as she interviews Tom Hopkins Tom has earned the reputation of being America’s #1 “How-To” Sales Trainer. Over 5 million salespeople, entrepreneurs, and sales managers on 5 continents have benefited from his live training events.

He perfected his selling skills during his 8-year real estate career in which he received numerous awards. In his last year selling real estate, he sold 365 homes – an average of one per day – something that was unheard of at the time and has rarely been matched.

Since that time, he has developed and customized his proven-effective selling skills for over 350 companies. He has authored 20 books on the subjects of selling and success. Over 2.9 million copies of those books have been read by sales pros the world over. He is also the 2013 recipient of the Lifetime Achievement Award from the National Academy of Best-Selling Authors. And, he’s been acclaimed as the #1 Sales Guru 2 years in a row by Global Gurus.

He has dedicated his life to helping sales and marketing professionals improve their communication skills and increase sales revenues.

- Learn where sales productivity and efficiencies are lost
- Understand what makes an effective sales enablement strategy
- Learn how to choose the right software to support a sales enablement strategy

Get tips on how to fully adopt and implement this strategy

All salespeople, no matter the industry or organization, are challenged by rejection. As sales mangers and leaders, it is crucial to identify and solve these issues rather than ignore them. You will learn specific ways to manage and support your people - not to “survive” rejection - but to thrive in the face of it increasing their sales performance and motivation.

Key Takeaways:

Let’s face it: There are many fragile – and oftentimes broken – moments in the customer journey.

Departmental handoffs and changes in the channel, for instance, add complexity and threaten to derail purchases and sometimes harm loyalty.

So how can you bridge those gaps and deliver the seamless experience your customers really want?

Reasons to Attend:

While the customer journey is fraught with troublesome grey areas, don’t fret. Focus on the following areas instead:

-Awareness
-Interest
-Consideration
-Action
-Use
-Advocacy

This is based on our work on the psychology of consumer behaviour.

The real customer journey, challenges you to see things from your clients and customers perspectives.

We look at the emotional drivers and associations your consumers and potential consumers have.

We will introduce you to the green line and what you need to do to put your customers in a positive emotional state and how this benefits your business.

Where are your target customers going, and how are they spending their time and, more importantly, their dollars? Location data and intelligence – not just on how consumers are interacting with your brand but also with your competitors – is key to crafting a killer consumer experience and reaching them when and where their hearts and minds (and wallets) are ready to be captured.

From foot traffic patterns and location visits to frequency analysis, custom venue visit analysis offers powerful, actionable insights to companies looking for a competitive edge in a crowded field. Learn how to capture new customer interest, keep older customers coming back, and boost your market share when you join this VB Live event!

Register for free now!

During this webinar you’ll learn how to:
* Boost engagement with location-based consumer insights and competitive intelligence
* Gain insight into the behavioral patterns of customers and prospects
* Apply the best use of location data for your business

Speakers:
* David Bairstow, SVP Product Management, Skyhook
* Sheryl Jacobson, Principal Consulting Strategy and Analytics, Deloitte Consulting LLP
* Stewart Rogers, Analyst at Large, VentureBeat (Moderator)

Sponsored by Skyhook

How much $ are you really losing from “bad” data in your demand gen campaigns?

Given that the average B2B organization sees contact data double every 12-18 months, the sheer quantity of this data and its fluidity makes it very difficult for most companies to keep up. Sirius Decisions’ research shows that 10-25 percent of contact records include critical data errors that impact the day to day operations of marketing and sales teams.

Join John Donlon, industry expert at Sirius Decisions, and Chris Lynde, CEO at SaleScout Data Solutions, for a one-hour webinar to discover:

• Sirius Decisions insights on data quality, marketing operations, and the demand waterfall
• How to estimate the impact of “bad” data on your company
• Best practices in data quality processes that increase conversion rates and accelerate revenue
• Case studies that demonstrate the revenue impact of improved data quality for companies like RingCentral, WeWork, and CenturyLink


About the presenters:

John Donlon is a dynamic, results-driven leader who thrives on helping organizations accelerate the maturity of their business operations. He has more than 20 years of experience in marketing operations implementing large-scale, enterprise-wide technology solutions for companies like Staples, Capital One, Wells Fargo and GE Capital to drive sustainable gains. John earned an MBA from the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill and a BA in Economics from the University of Virginia.

Chris Lynde is a veteran of the big data industry. Under his leadership, SaleScout has become a B2B sales and marketing solutions provider recognized for data verification and accuracy, and the preferred partner for CRM hygiene, contact optimization and targeted leads. Chris is a serial entrepreneur with 35 years of experience leading startups and large database marketing divisions within public companies, including Equifax, Experian, MDC Partners and EDS/Neodata.

Key Takeaways:

Are your salespeople not feeling the love from their prospects?

Struggling to have long and meaningful conversations on the phone? They are not alone.

In this webinar, we will explore why you and your sales team might be avoiding the things you really need to do.

We will look at confidence and comfort zones in a selling environment.

You will also get an introduction to the ABCD of you, your Awareness, Bias, Comfort zone and Decision-making.

This is a must if you and your salespeople need to know more about what makes you tick

Discover how you might go about improving your personal performance.

Reasons to Attend:

To be effective, they must understand the game has changed and their approach needs to change too - discover that:

-Self-service has redefined sales
-Prospects need a trusted advisor
-Meaningful conversations are key to closing
-Close the distinction between sales and marketing

You need to adopt it sooner than you think, as the self-service world is not going away - and your competitors know this too.

Account selection is one of the most critical components to ensuring ABM success. It determines how specific you can get with your initial outreach, the type of content you produce, and the overall effectiveness of your program. To deliver the best results, you need a data enrichment strategy to help you select the right accounts for your ABM program.

In this webcast, you’ll learn:

- Four different data enrichment types and how you can use them to select your accounts

- The type of enrichment data that sales and marketing teams are using to identify accounts that are 50% more likely to turn into closed/won revenue

- How to use data enrichment to tailor your messaging and content for best results

Register for this webinar today to learn how you can use third-party enrichment data to select the accounts that ultimately lead to larger deal sizes, faster sales cycles and more revenue for your business.

Have a love/hate relationship with your CRM? Prospecting frustrations? Never enough time? Then you’re gonna love using AI in your selling. Join Spiro CEO Adam Honig and Deb Calvert to learn how AI is the ultimate sales hack that can make YOU a sales machine!

Attend this webinar to learn how selling with AI can make your job more fun, easier, and more rewarding. You'll discover how AI:

- Provides faster and better business insights
- Creates reminders and updates for you and your team
- Identifies contacts for you
- Gives early alerts about problems in your pipeline
- Reduces data entry

Register today to learn about the future of selling, because the future is now!

The of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. In this session, you will learn:

•Anything that can be told can be asked
•The ASK, LISTEN AND LINK method to sales
•Leveraging first, second and third level questions will get to the heart of why people buy your product or service
•How to listen to the emotion behind the words
•Unpack three methods for linking what’s important to the customer and your offering

This 30 minute webinar reveals best practice insights from decades of scientific research and data on:
●where sales managers should spend their time for business growth success
●how much time to spend in 3 crucial areas
●the power managers have over team performance
●what strategies and techniques to use today

Key Takeaways:

More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities.

Increasingly, company and sales leaders are turning to coaching as a solution.

And, why not? Executive and personal-effectiveness coaching have historically yielded great results.

What we commonly see are sales managers and leaders who:

-Don’t have time to coach
-Aren’t sure what sales coaches are supposed to do
-Don’t have access to the tools and resources that can help them get the most of coaching
-Don’t establish a consistent rhythm of coaching conversations
-Can’t lead a great coaching conversation

Reasons to Attend:

This webinar explores the clear link and transferable skills from selling to coaching.

We will bust some of the myths about coaching and show how you can turn on your coachees (the person you are coaching) internal voice.

We will share with you our experience of supporting new directors, managers, and supervisors taking a coaching approach by learning to ask not tell.

We live in a truly amazing time. Technology is changing almost every aspect of our lives at breathtaking speed. Advances in medicine, education, communication, and productivity have increased life expectancy around the globe and lifted hundreds of millions of people out of poverty.

The ability to connect to people and information instantly is so commonplace that many take it for granted and now, we’ve arrived at the beginning of an era of even more profound transformation, all centered on the cloud. We’re excited to bring more opportunities through cloud computing to address issues in healthcare, the environment, cybersecurity, and underserved communities. And we’ve seen the incredible good that can come from the cloud, but with it also come challenges. For women in technology, there are increased challenges in a cloud-based world.

Women in Cloud initiative is designed to empower female tech entrepreneurs by providing Access, Acceleration, and Actions so women entrepreneurs can take Actions every day to achieve their business goals!

In this webinar, we will share experiences and tips for female tech entrepreneurs in building their cloud B2B with enterprise companies in a simple and predictable way. This is going to be a panel discussion with great conversation with female tech entrepreneurs in driving customer traction.

Also, learn how you can participate in the next cohort of women in cloud accelerator to build your business with enterprise brands!

The team at Imparta believes that Agile approaches – which have transformed the world of software development – are hugely applicable and significant to selling and to sales team development. In this session, Richard will provide insight into how an Agile salesperson can maximise value creation and win rates, and how Agile approaches can drive superior returns from sales training, especially when enabled by technology.

Discover how to triple your close ratio using the two key questions that are zero pressure and advance the sale with 95% certainty. In this session you will learn the exact questions for advancing the sale while making client feel more educated, in control, and causes them to see you as a trusted advisor and consultant.

Key Takeaways:

Technology is constantly evolving, and businesses are becoming more and more dependent on technology to run their businesses efficiently.

Technology is transforming businesses and disrupting entire industries. One of those industries that has been heavily affected is sales.

From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been unthinkable only a few decades ago.

As a result, many sales organizations are embracing new technologies to drive productivity, profitability, and competitive advantage to revamp the sales process.

With that in mind, here’s a look at some of the technological tools organizations are using to streamline the selling process:

-Big Data
-Social Platforms
-Sales Force Automation Systems
-Cloud-based CRM Technology
-Mobile technology

Reasons to Attend:

-Why individuals need to be involved in the choice of business productivity tools
-The different benefits different users derive
-Why learning to work with salespeople is the best way for buyers to avoid white elephants

Technology is constantly reinventing and improving, and the world is being constantly reinvented around it.

Key Takeaways:

90% of businesses can’t write an effective email. You will learn the 5 things you must never do and the key things you must include when writing an email

Email is the most common form of communication in business. Everyone sends emails, yet the response is getting less and less since people inboxes get clogged up. How do you stand out from everyone else?

Reasons to Attend:

Break up the length by having one very short sentence after any longer ones. This helps people slide through your email with ease and eliminates friction. So much sales training concentrates on technique, body language, asking open-ended questions, and more. Working on your writing might not seem as flashy or trendy. And to be sure, it’s an investment of time and money. But like any sound investment, it can impact your bottom line in rich, rewarding ways.